Pricing Lead

About the Team:

The Pricing & Monetization team is responsible for how our products create and capture value. We partner closely with Product, GTM, Finance to design pricing models, packaging, and commercial strategies that support adoption, growth, and long-term scaling of the business.

To thrive in this team, you need to be a proactive problem-solver who excels at bringing structure to ambiguous challenges. Our work demands strategic thinking, cross-functional collaboration, and precision in execution. Team members succeed when they are analytical, detail-oriented, skilled at balancing multiple priorities, and passionate about driving high-stakes projects forward to deliver meaningful results.

About the Role:

We are looking for a Pricing Lead to shape how we price and monetize our products and develop successful commercial strategies. You’ll work closely with senior leaders across Product, GTM, and Finance to define pricing approaches, improve commercial decision-making, and bring more rigor to how we monetize our offerings.

You should be comfortable building monetization frameworks and commercial policies, analyzing tradeoffs, supporting high-impact decisions and driving decision making. You should also care deeply about the customer perspective and believe that strong pricing reflects a real understanding of customer value, needs, and friction points in order to build pricing that is clear, fair, and aligned with how customers experience our products. You will also be managing a small team of highly talented individuals.

What you’ll do

• Develop the pricing strategy for a subset of our products, including packaging, price architecture, discount logic, and monetization guardrails

• Develop innovative commercial constructs to better serve our customers

• Partner with Product, GTM and Finance leaders to ensure pricing aligns with product value, roadmap, commercial motions and overall growth plans

• Develop clear recommendations that are grounded in customer preferences, product value and market dynamics

• Establish lightweight but effective pricing governance, including decision frameworks, approval processes, and performance tracking

• Manage and develop a small team highly talented individuals

You might thrive in this role if you

• Have a strong track record of developing successful monetization strategy, across self-serve and ‘sold’ sales motion

• Are deeply familiar with various monetization models incl. seat-based subscriptions and consumptive pricing models

• Can balance customer value, product strategy, and commercial outcomes in a thoughtful way

• Are comfortable influencing senior cross-functional stakeholders and navigating ambiguous decisions

• Are a self-starter that can roll up their sleeves and is comfortable operating in a fast-paced, high ambiguity environment

• Can build and manage a team of highly talented individuals

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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